Public Sector Partner Readiness FY13

Agenda Introductions Objective of Webinar Summary of Education Partner Plan Key campaigns People & resources

Primary/Secondary Schools Opportunity  A significant revenue opportunity exists for Microsoft and its’ partners in schools. (Primary, Secondary, Academies, Free, Faith & Independent) Managing the “Schools” Business Securing & Managing the Infrastructure Anytime-Anywhere Learning Increasing Learning Outcomes Keys to Success Must educate end users, Institutions and school/ executives on value of IT all up and of specific technologies Involve the school governing boards/parents Enable students and institutions to efficiently interact using technology Deliver solutions that meet students need to be constantly connected to others Provide software that enables students to express themselves Provide solutions that keep students/pupils engaged Deliver technology that enables teachers and students to develop, design and create content Must overcome Teacher and administration resistance to IT Enable school systems to do more with less Upgrade legacy systems and /or enable knowledge transfer from aging staff to new staff MS Technology Windows 8 Office System Windows Server 2012 Windows Intune SCCM Windows Multipoint Server 2012 Windows Multipoint Server 201 Windows 8 & devices Windows server 2012 SCCM 2012 Lync 2012 Office 365 Windows Multipoint Server 2012 Windows 8 & devices Windows server 2012 SQL server 2012 Sharepoint 2012 SCCM Key Insights Schools needs flexible, secure & reliable IT foundations Personalization is a key focus A breadth of learning materials is critical to address different learning styles School up/student down data enables resourceful decisions Better data insight will help schools develop Put students/pupils at the centre and build technology solutions around them Put learning support in the centre of the community Priorities A safe/secure network infrastructure Schools more accountable /Commercial pressures need to drive efficiencies/cost savings Focus on learning outcomes (Innovative teachers network) Increase use of digital content Focus on cost controls and efficiencies Schools more accountable Focus on learning outcomes Increase use of digital content and creation Windows 8 & devices Office system Windows server 2012 SCCM 2012 Lync 2012 Office 365

Windows 8 in Education Staying competitive PROPOSTION Security & Business Continuity THE BASICSBENEFIT Controlling Costs Driving New Revenue Focus on 3 Areas Licensing Devices Services Increased Unit sales New conversations (e.g. Windows to GO) Opportunity to link annuity agreements with new device strategies New service line opportunities Upgrade Opportunity Student Option Address BYOD No Compromise

Student Option via OVS-ES Staying compliant PROPOSITION Security & Access for all THE BASICSBENEFIT Controlling Costs Driving New Revenue 1:1 Student/Device schemes BYOD Student Remote Access Anytime, anywhere learning for all Net new Revenue Stream Drive Annuity with Subscription agreement Downloads managed via DDSP Grow your business via compliance Standalone OVS-ES Student Only Agreement – 1 or 3 Years Min of 5 Students, 1 DPP Must be a defined ‘logical group’ e.g. 6 th form Upgrade rights, rights to perpetual license upon graduation, use rights for a portable device Free ESD via Kivuto Add Value

Cost Savings in Education Staying competitive PROPOSTION Security & Business Continuity THE BASICSBENEFIT Starting Up Controlling Costs Driving New Revenue Drive alignment of our “To customer” messaging with our Partners Ensure all OVS-ES/EES agreements are right- sized Server Attach Increased alignment of our messaging Targeted BoM’s for our partners Drive incremental Revenue Go to Partner mktg centre _ download material Additional conversations for selling licenses Starting Up

Cloud Proposition for Education Staying competitive PROPOSTION Security & Business Continuity THE BASICSBENEFIT Starting Up Controlling Costs Driving New Revenue Anytime, anywhere learning for all Student Remote Access Reduce burden on the infrastructure Trusted Advisor Upsell opportunities Service Opportunities A2 Plan is Free for Students /Staff Office 365 Exchange Online SharePoint Online Lync Online Office web apps Starting Up

ITA & Certification Opportunity Customer Connection PROPOSITION ITA + Cert Building Bigger Deals THE BASICSBENEFIT Complete Solution Easy Attach with Microsoft Support Driving New Revenue IT Academy: -Help customers reduce costs of curriculum and save time -Help customers teach the latest technology -Benefits include teaching tools, curriculum and certification resources worth over $31k pa Certification: -Help customers & students differentiate themselves and be competitive in the 21 st century economy -FY12 59k Academic Certs, +42% YoY Microsoft Office Specialist (MOS): 500 Exam Pack -Just £4.60 per student -33k+ MOS in academic in FY12 and growing +33% YoY -Validates skills needed for ‘real world’ business and Office Microsoft Technology Associate (MTA): 250 Exam Pack -£7 per student -Includes latest courses for Gaming, Mobile & HTML 5 Microsoft Certified Professional (MCP): 30 Exam Pack -Just £40 per student vs £99 RRP -Industry standard IT Certification inc. WS2012, W8 1.Net New Revenue Opportunity – Increase value of your agreements 2.Sticky and Renewable benefit 3.Take customer conversation outside of the IT department 4.Drive adoption and deployment of the latest technology 5.Become the trusted advisor of the customer IT Academy ERP £756 pa: -Global VL Subscription programme of 14,000+ WW -Benefits are open to all staff, students, teachers, IT staff etc -Easy attach to EES & Select (54R-00098) and OVS-ES (54R-00141) Certification: MOS ERP £2,304 pa -H5T-00004, H5T & H5T Customer receives from MS with activation instructions MTA ERP £1,732 pa - H5T-00007, H5T & H5T MCP ERP £ 1,224 pa -H5T-00001, H5T & H5T Customer receives voucher codes in from Prometric Additional Resources: Microsoft Education Partner Network Microsoft Education Partner Network (MEPN) or contact Supporting Customers Core Bus.

Resources Main Education Partner site: Main Education Partner site: Main Public sector Partner Site: started.aspx Main Public sector Partner Site: started.aspx Main Public sector Cloud Partner Site: sector-cloud.aspx Main Public sector Cloud Partner Site: sector-cloud.aspx Main UK Schools Blog: Main UK Schools Blog: All of the UK Education Presentation content: All of the UK Education Presentation content: Google Compete: Google Compete: The cost savings in education on the Partner Marketing Centre. gb/Campaign/Pages/Cost%20Savings%20In%20Education.aspx Alias Main Partner queries: Main Partner queries: